R-185202 Mgr Municipal Sales

Republic Services; Fort Worth (TX); On-site; USD 100,000 - 150,000; Full time

Job summary

Republic Services in Fort Worth, TX, invites an experienced Manager of Municipal Sales to lead the division's municipal strategy, secure extensions, retain contracts, and pursue new HOA and municipal hauling opportunities. The role emphasizes cross-functional collaboration with pricing, development, and operations teams.

The candidate will nurture government relations, participate in bid processes, and deliver value-added services to key municipal and HOA clients across the district.

Qualifications

• Knowledge of sales strategy and implementation including market research and customer retention.
• Excellent oral and written communication skills.
• Strong interpersonal skills and multi-tasking ability.
• Sales or customer relationship experience in waste or environmental services.
• Experience as an elected government official is a plus.

Responsibilities

• Prospects, sells and manages municipal accounts within the division; negotiates pricing and contracts.
• Participates in bid conferences, prepares responses to RFPs and bids, and delivers sales presentations.
• Develops and implements account plans to achieve sales and profit objectives in territory.
• Meets decision-makers in municipalities and agencies to add value and services.
• Conducts on-site client reviews and coordinates with operations to address deficiencies.
• Maintains market awareness, attends trade shows and industry associations for growth.
• Coordinates with operations to align sales, surveys and service efforts.
• Prepares sales documentation and CRM updates weekly.

Skills

Sales strategy

Account management

Negotiation

Communication

Industry knowledge - waste

Government relations

Education

High school diploma or GED

Tools

CRM system

Job description

POSITION SUMMARY: The Manager, Municipal Sales is responsible for the development and implementation of the division sales strategy for municipal contract extensions, retentions, and new business of municipal hauling and homeowner association sales opportunities, to ensure growth, retention, and quality of revenue in the division/ area. The Manager, Municipal Sales also prospects, sells, and participates in account management and retention activities to ensure the long term targeted, profitable sales growth of municipal hauling and homeowners’ association business, as well as supports and manages the government affairs activities in the assigned division.

PRINCIPAL RESPONSIBILITIES:

• Prospects, sells and proactively manages the business relationship within an assigned division for the municipal market. Negotiates pricing and contracts, including contract extensions, as appropriate. Ensures that all approved contract terms are met.
• Attends bid conferences as necessary. Prepares and delivers responses to RFP’s and bids, as well as, sales presentations and follows up directly with key decision-makers.
• Develops and implements comprehensive account plans (sales, marketing and service programs/strategies) to achieve annual sales and profit objectives within the assigned territory. Involves the Area President and/or General Manager in sales and government relation’s activities as needed.
• Meets regularly with key decision-makers within assigned municipalities, state and federal agencies to enhance the company’s position and continuously bring value-added services to the relationship.
• Conducts on-site client reviews continually to ensure that quality service is effectively delivered, documents deficiencies and effectively recommends corrective action to operations team as appropriate.
• Maintains an awareness of market dynamics and competitors’ activity in areas where the company conducts business. Attends industry trade shows and participates in local or state industry associations and trade groups. Develops/implements approved strategies and activities to increase account penetration; satisfaction to ensure profitable client retention.
• Meets with operations management as appropriate to coordinate sales, surveys, and service efforts for assigned accounts/territory. Must be politically astute in daily dealings with client family.
• Meets with Pricing; Corporate Development teams, as appropriate, to coordinate proforma development for new, extension and retention opportunities, and may assist in the collection and/or accounting adjustments with delinquent accounts.
• May seek out and coordinate development of new solid waste infrastructure projects and manages projects through the development cycle and conclusion, working in coordination with Corporate Development.
• Prepares and maintains all sales documentation (Blue sheets, Sales Funnel, Client Profile, etc.) by populating and maintaining the CRM system on a weekly basis.
• Attends council and/or board meetings as necessary.
• Prepares and delivers responses to customer issues and follows up directly with key decision-makers.
• Meets regularly with key decision-makers within assigned municipalities, state and federal agencies to enhance the Company's position and continuously bring value-added services to the franchise relationship.
• Conducts on-going Municipal Waste Assessments to ensure that quality service is effectively delivered, documents deficiencies and recommends corrective action to operations team as appropriate.
• Maintains an awareness of market dynamics and competitors' activity in areas where the company conducts business. Attends local industry trade shows and participates in local chambers or other community associations and trade groups.
• Develops/implements approved strategies and activities to increase account penetration & satisfaction to ensure profitable customer retention.
• Meets with operations management as appropriate to coordinate on problem resolution and customer service efforts for assigned accounts/territory.
• Maintains awareness of political and social issues impacting customers and strategy.
• Performs other job-related duties as assigned.

QUALIFICATIONS:

• Knowledge of all facets of sales strategy and implementation including market research, customer prospecting, sales promotion and customer retention strategies. Will be required to complete municipal sales training programs.
• Excellent oral and written communication skills.
• Strong interpersonal skills.
• Ability to effectively manage multiple tasks.
• Sales or customer relationship experience.
• Waste or environmental services industry experience.
• Past service as an elected government official.

MINIMUM REQUIREMENTS:

• High school diploma or G.E.D.
• Minimum of 3 years of experience in government sales or relations activities and customer contact position, government relations and customer contact position or the waste industry as a sales manager or similar position.